Understanding Your Power: BATNA and Leverage in Negotiations
03/07/25 • 8 min
Did you know that leverage in negotiations isn't just about facts or power - it's primarily about perception? Research shows that leverage is determined by which party feels they have more at stake if no agreement is reached. The stronger their need for a deal and concern about walking away empty-handed, compared to yours, the greater your negotiating advantage.
Let me share how understanding BATNA and leverage can transform your negotiation outcomes.
If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai
I welcome any suggestions, questions, or comments at [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
Did you know that leverage in negotiations isn't just about facts or power - it's primarily about perception? Research shows that leverage is determined by which party feels they have more at stake if no agreement is reached. The stronger their need for a deal and concern about walking away empty-handed, compared to yours, the greater your negotiating advantage.
Let me share how understanding BATNA and leverage can transform your negotiation outcomes.
If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai
I welcome any suggestions, questions, or comments at [email protected]
--------------------------------------------------------------------------------------------------
Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
Previous Episode
Understanding Interests in Negotiation
What's the biggest mistake most negotiators make?
During preparation, they focus entirely on their own goals and perspective. Most spend their time thinking only about what they want to achieve, without considering the other party's perspective.
Then, during the actual negotiation, they get stuck focusing on the other party's demands, never exploring the underlying interests that drive those demands. Let me show you how to change this.
If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai
I welcome any suggestions, questions, or comments at [email protected]
--------------------------------------------------------------------------------------------------
Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
Next Episode
The Hidden Zone Where Deals Happen: Mastering ZOPA in Negotiations
The Zone of Possible Agreement (ZOPA) represents the range where deals are possible - it's the space between the seller's minimum acceptable price and the buyer's maximum acceptable price. Think of it as the overlap between what you're willing to accept and what the other party is willing to offer.
Your success in negotiations isn't just about finding any deal within the ZOPA - it's about maximizing value creation while reaching a mutually beneficial agreement.
AI now transforms this process by generating multiple scenarios with different ZOPA estimates, and uncovering hidden value-creation options in complex negotiations.
If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai
I welcome any suggestions, questions, or comments at [email protected]
--------------------------------------------------------------------------------------------------
Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
AI meets Negotiation Expertise - Understanding Your Power: BATNA and Leverage in Negotiations
Transcript
Power in Negotiation: BATNA and Leverage
What if I told you that your power in negotiations isn't defined by your title, resources, or size?
Research shows that power is primarily about perception - specifically, which party feels they have more at stake if no agreement is reached.
I'm Yadvinder Singh Rana, professor of cross-cultural negotiation, researching how AI helps negotiators achieve better outcomes.
Let me explain why understanding your BATNA
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